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In this episode of the Messages of Positivity podcast, I, Norman Morris, take a different approach by sharing my journey in Medicare sales and how a networking group called Business Network International (BNI) has significantly impacted my business growth.
I begin by providing a background on my career, which started in 2015 selling Medicare products, including Medicare Advantage plans and supplements. I reflect on the challenges I faced before the COVID-19 pandemic, detailing the traditional methods of generating leads, such as cold calling and door knocking. These methods were often frustrating due to inaccurate lead lists and the grind of reaching out to potential clients with little return on investment.
As the pandemic hit, the sales landscape changed dramatically. With restrictions on in-person meetings and heightened fears around door-to-door interactions, I found myself struggling to connect with clients. I recount a humorous yet telling experience of how my size could intimidate potential clients, especially during these uncertain times.
In search of a solution, I turned to networking as a way to build connections and grow my business. Despite being naturally shy and having Asperger's, which presents its challenges in social situations, I was encouraged by a friend to join a BNI group. I explain how BNI operates, emphasizing the importance of trust and collaboration among members, and how it provided a more intimate setting for networking compared to larger organizations.
Initially, I joined a developing chapter that, unfortunately, dissolved after a year. However, I was later invited to join another BNI chapter called Mountain Synergy, which turned out to be a welcoming and supportive environment. I share how the group helped me build relationships and trust, which are crucial in my niche market of Medicare sales.
Despite the slow start in generating referrals, I persevered and learned the value of patience and networking. After a year and a half, a breakthrough occurred when a fellow member referred me to a potential client, leading to a significant opportunity to work with a local office. This connection not only helped grow my business but also allowed me to provide referrals to other members of my BNI group, creating a mutually beneficial network.
Throughout the episode, I emphasize the importance of maintaining a positive attitude, being open to learning, and the value of community support in business. I encourage listeners, especially those who may feel shy or uncertain about networking, to consider joining a group like BNI.
I conclude with a heartfelt message about pursuing one's passion and the importance of doing what you love, as it leads to a fulfilling life. I remind everyone that time is a precious commodity, and when spent on something you are passionate about, it never feels wasted. Thank you for tuning in, and remember, the choice to make it a great day is yours!
